Selling Peace of Mind

If you are an estate planning attorney, you should remember that the main service you are selling is peace of mind.  

By helping people put the pieces in place to allow their loved ones to legally assist them with health care and financial decisions, you are helping them avoid a crisis and providing peace of mind all around.  By having the proper plan in place, “you can avoid putting ‘appointment with attorney to review guardianship process’ ahead of ‘visit mom in the hospital’ on the list of things to do.” 

Having an incomplete plan (or no plan at all) can keep your clients up at night, especially if they are in declining health.  But all it takes to cure those sleepless nights is a couple of meetings with an attorney and perhaps some conversations and decision-making with family.  And if they change their mind, all they have to do is come in and make the change. 

See Leanna Hamill, Better Sleep and Peace of Mind – What Does an Attorney Sell?, Massachusetts Estate Planning and Elder Law, Jan. 8, 2010.